Director of Sales, Australia

ThinkOn Australia; Sydney; Remote; AUD 250,000 - 290,000; Full time

Job summary

ThinkOn Australia is seeking a Sales Director to own Australia sales end‑to‑end strategy, top of funnel, pipeline, forecast, and the full deal cycle. You will inherit three direct reports and personally close deals while building a scalable team as the market grows.

ThinkOn is remote-first and welcomes Sydney-based candidates. Compensation is OTE AUD 250–290k on a 70/30 split, with strong support from Revenue Operations and Marketing.

Qualifications

• Proven track record of quota attainment in IT, cloud or MSP.
• Experience hiring, coaching, and developing people.
• Strong experience selling recurring/subscription-based revenue.
• Fluent in building and managing partner relationships and channel programs.
• Demonstrated use of AI to drive pipeline and forecast accuracy.

Responsibilities

• Set and execute the revenue strategy for Australia across top of funnel to close.
• Build and run the pipeline from lead generation to solution development and close.
• Originate and close opportunities with the team, especially strategic deals.
• Lead and develop CAM, inside sales, and presales solutions architect.
• Drive partner relationships to enable co-sell and cross-sell motions.

Skills

Quota attainment

People leadership

Recurring revenue sales

Channel sales

AI in sales

Job description

Australia is not a market that ThinkOn is starting cold. You are stepping into a running business with three people already on the ground, an existing partner base, and a number to hit from day one. This is a player-coach seat: you lead the team, and you personally drive deals. You own sales and channel strategy and execution for the full market with strong support from centralized Revenue Operations and Marketing teams, and you will work closely with both regional and global operations and service delivery teams.

Reporting to the Chief Revenue Officer, you will own Australia sales end-to-end strategy, top of funnel, pipeline, forecast, the full deal cycle, and the team. You will inherit three direct reports on day one, a Partner Manager, an Inside Sales Representative, and a Solutions Architect - Pre-Sales, and you'll lead, coach, and grow them as the market grows. You'll also carry and close deals yourself; with a team of this size, the Sales Director is one of the most important sellers in the region. This is a full accountability seat, not a caretaker seat. We want someone who can build a channel, deliver the revenue target, and build the people and the process under it at the same time.

ThinkOn is a remote-first organization. At this time, we are welcoming candidates from Sydney, Australia for this position.

Compensation: OTE $250-290k AUD on a 70/30 split.

You Will:

• Set the overall revenue strategy for Australia and own top of funnel growth in the region. This is not a seat where market strategy gets dictated from head office, and it’s not a seat where you inherit demand and just convert it.
• Build and run the pipeline for Australia, from lead generation through solution development, pitch, negotiation, and close. Own the accuracy of your forecast to the CRO.
• Originate, run, and close your own opportunities alongside the team, particularly the larger and more strategic ones. You'll be in front of partners and customers every week.
• Lead and develop your CAM, inside sales specialist, and presales solutions architect. Set the standard, the cadence, and the coaching, and build toward a team that grows as Australia scales.
• Build and run the partner relationships that drive Australia revenue and make co-sell and cross-sell/upsell with existing accounts a real motion, not an afterthought.
• Work with your presales architect, service delivery, and operations to build proposals that make clients want to do business with us.
• Embed AI into how you and your team prospect, manage pipelines, and deliver a flawless buying experience through our channel partners to their customers. This is table stakes here, not a nice-to-have.

You Have:

Essential

• A proven track record of quota attainment in IT, cloud, or MSP. You have hired, coached, and developed people, and you can talk about how you did it. You have examples of your instincts flagging an opportunity or a problem, curiosity and investigative rigour to find the source, and operational discipline to make the change needed.
• Extensive experience selling recurring services or subscription-based revenue, not one-time hardware or project deals.
• MSP experience either selling for an MSP or selling to MSPs as customers or partners.
• Financial literacy at the functional level. You can build a business case, read a P&L, and talk about headcounts and ROI without needing a translator.
• Channel fluency. You've built and run partner relationships in a complex ecosystem, not just managed the ones handed to you.
• A laundry list of ways you have used AI to drive business. You already use it to run a pipeline and a team, and you can show how.
• Comfort leading a market remotely. This is a remote role based in the Greater Sydney area, reporting to leadership in Toronto. You'll run the local business with a high degree of autonomy. Given the 14–16-hour time difference, the role involves some early-morning meetings with the Canadian team, typically a few times a week. Flexibility elsewhere in your day recognizes this.
• A bias to roll up your sleeves and drive pipeline and wins personally. You're comfortable doing your own deal work and the admin that comes with it while the ThinkOn brand grows in the region, and you see that as part of the job.

Desired

• North American exposure. You've lived or worked in Canada or the US, or sold in region for North American organizations, and understand how business gets done on both sides of the ocean.
• Existing MSP network. An established network across Australia in the MSP and broader IT channel community that you can bring to bear from day one. Bonus points for a network in wider APAC that can be leveraged in the future.

How we work

People development is not a side responsibility here, it's the job. If you can't point to specific people you've grown, including yourself, this isn't the seat for you. In the field you take accountability for every step of the funnel, top of the funnel through close, for yourself and your team.

About ThinkOn Inc. | Where Data Thrives:

Founded in 2013, ThinkOn is a managed infrastructure services provider (MISP) with a global data center footprint, focused on empowering partners to do whatever they need to do with their data. ThinkOn’s team of data-obsessed experts protect clients’ data like it’s their own, making it more resilient, secure, actionable, and searchable. ThinkOn is Channel First and works with a global network of value-add resellers and managed service providers to provide creative, turnkey Infrastructure-as-a-Service (IaaS), Disaster Recovery-as-a-Service (DRaaS), and Backup-as-a-Service (BaaS) solutions and data management services that are fast, flexible, scalable, highly secure, and cost-effective with predictable pricing and no hidden fees. ThinkOn has data centers located across North America, the United Kingdom, Australia, and the Caribbean.

Recognized for its substantial growth and global success, ThinkOn has been named to several notable lists, including The Globe and Mail’s Report on Business ranking of “Canada’s Top Growing Companies” (2021 and 2022), the Deloitte Technology Fast 500 (2021 and 2022), the Deloitte Technology Fast 50 (2021), CIOReview’s “Most Promising Backup Solution Provider” (2021), the Canadian Business “Growth List,” and Channel Daily News’ “Top 100 Solution Providers” (2021).

ThinkOn is headquartered in Toronto, Ontario. To learn more, visit www.ThinkOn.com

Accessibility Accommodations:

ThinkOn is committed to a workforce that is reflective of diverse populations. We welcome applications from qualified individuals from all backgrounds. In accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and accessibility standards across Canada, ThinkOn provides accommodations to job applicants with disabilities throughout the recruitment process. If you require accommodations, please let us know and we will work with you to meet your needs. We are committed to a selection process and work environment that is inclusive, equitable, accessible, and adheres to our corporate values.

Learn more about our corporate values at www.ThinkOn.com/values/.